Director, Healthcare Systems
Cleveland , Ohio
October 20, 2017
With a nationwide sales team and several manufacturing locations, B. Braun Medical has become a leading full-line supplier of healthcare products and services in the U.S. The company is committed to delivering innovative products and services with unmatched quality, superior technology, and cost-effectiveness, while maintaining environmental responsibility. Through its "Sharing Expertise®" initiative, B. Braun promotes best practices for continuous improvement of healthcare products and services. B. Braun employs over 4,500 people in the USA. B. Braun Medical Inc. began its operations in the USA in 1957. Initially, the company manufactured and sold disposable plastic syringes. During the 1980s and early 1990s, the company undertook several expansions and enlarged its product line of disposable medical devices. With the acquisition of McGaw, Inc. in 1997, including Central Admixture Pharmacy Services, Inc. (CAPS®), B. Braun dramatically broadened its product lines and services to U.S. customers.

U.S. Facilities and Operations:

Supporting product sales are a network of nationwide marketing and manufacturing locations. Bethlehem, Pennsylvania, is home to the U.S. Corporate Headquarters along with the marketing offices of the Hospital, Outpatient Markets (OPM), Renal Therapies, Vascular Interventional, International, and OEM Divisions. Central Admixture Pharmacy Services, Inc.(CAPS®) is also managed from this location. The nearby Allentown, Pennsylvania, facility manufactures Needle-free products, IV Safety Catheters, Anesthesia Systems, Introducers, Pharmacy Admixture products. Vascular products including Right Heart Catheters and Interventional Accessories are also manufactured in Allentown. The Irvine, California facility produces IV Solutions, Basic and Specialty Nutrition, Drug Delivery, and BTC products. Infusion Pump Systems are manufactured in Carrollton, Texas and IV administration and IV and Irrigation sets are produced in the Dominican Republic.


Position Summary:
The corporate strategic account Director position combines multiple functional attributes such as sales, business development, and marketing. The successful strategic account Director drives sales growth, develops account strategies, manages executive relationships, and improves overall customer satisfaction at their assigned corporate accounts. Increase sales of the overall B. Braun portfolio within Targeted Strategic Accounts utilizing designated distributors and programs established by National Accounts. Acting as the BBM single point of contact, develop and maintain relationships with national and key regional distributor sales leaders and top distributor reps within area. Specific job duties include.  
Essential Duties
  • Development and execution of the IDN strategy for IDNs & Strategic corporate accounts consistent with the B.Braun/Aesculap business strategy.
  • Generates sales of B. Braun/Aesculap Enterprise existing and new products and solutions portfolio at their strategic corporate accounts.
  • Uses a high level of financial and business acumen to assess and cultivate new business and leveraged business opportunities.
  • Gains input and trend information from major customer groups through direct contact with such groups, organizations and other vendors.
  • Cultivates, promotes and maintains VIP relationships. Maintains a productive and beneficial relationship with influential executives.
  • Targets top/middle of customer continuum and calls on the "C" suite to build and maintain a relationship with the financially responsible party and key decisions makers at the account.
  • Demonstrates a deep understanding of the account and aligns B.Braun/Aesculap resources, including Executive support to deliver a solutions based value proposition.
  • Provides leadership in the planning, designing, and implementing of strategic business objectives at strategic corporate accounts.
  • Defines vision, strategies and tactics required for profitable and sustained growth at strategic corporate accounts.
  • Provides competitive intelligence, input and trend information to management and marketing.
  • Accountable for price and contract negotiation.
  • Provides product input and feedback to marketing on behalf of the account.
  • Acts as Sales liaison between B.Braun and Aesculap
  • Leads annual strategic corporate account review to discuss, SWOT and business plan 1 year and 3 years out.
  • Manages account planning across products/solutions and account administration.
  • Conducts quarterly business reviews with the account.
  • Lead/conduct QBRs and Annual Contract Reviews with clients
  • Develop and maintain relationships with key distributor sales directors.
  • Attend and manage key distributor regional and national sales meetings, insuring an overall B. Braun presence at these meetings including the attendance of key B. Braun reps, Regional Managers, and Zone VPs.
  • Maintain key relationships with internal B. Braun departments (i.e., Sales Contracting, Marketing, Technical Services, Customer Service, etc)
  • Drive consistent interaction field interaction with top distributor representatives and key distributor regional management teams.
  • Maintain a list of shared key account targets with distribution partners and update that list every 6 months.
Knowledge & Skills
  • Ability to use computer software such as email and the Microsoft Office Suite of products.
  • Strong understanding of customer base and business environment including experience with multiple large complex national customers.
  • Ability to develop relationships from C-Suite to factory floor.
  • Ability to lead multi discipline sales team.
  • Experience in consultative sales, with the ability to develop technical value propositions.
  • Strong prospecting skills
  • Ability to be a motivated self starter, capable of independent action and business savvy
  • Detail oriented.
  • Ability to multi-task with strong time management skills
  • Ability to internalize technical concepts, products and services
  • Strong oral/written communication skills
  • Strong conflict management skills,
  • Ability to generate proposals and value propositions.

  • Must live within the territory.
  • A minimum of 2 years Sales Management experience with proven national scope experience & responsibility.
  • A minimum of a bachelors degree in a related discipline plus 10 years of experience OR a minimum of 10-15 years of directly related experience.
  • A minimum of 8 years experience managing sales accounts.
  • A minimum of 8 years experience in account development.
  • Excellent oral and written communication/interpersonal skills.
  • The ability to work non-standard hours and to travel upwards of 75%.
  • Travel up to 75%
  • Relevant experience in prospecting new business development at key corporate accounts, both GPO and Distribution;
  • Ability to lead multi discipline sales team through a defined selling process; multi-level, high value, complex accounts.
  • Experience in consultative sales, with the ability to develop technical value propositions.
  • Ability to develop relationships from C-Suite to factory floor.
  • Experience in developing profitable sales opportunities, product knowledge (width not depth), identify develop and secure opportunities to deliver annual revenue plan, and negotiate annual pricing contracts.
While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to handle or feel and reach with hands and arms. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 20 pounds.
Braun offers an excellent benefits package, which includes healthcare, a 401(k) plan, and tuition reimbursement. To learn more about B. Braun and our safety healthcare products or view a listing of our employment opportunities, please visit us on the internet at Equal Opportunity Employer Minorities /Women/ Veterans/Disabled
Through its "Sharing Expertise®" initiative, B. Braun promotes best practices for continuous improvement of healthcare products and services.

The preceding functions have been provided as examples of the types of work performed by employees assigned to this position. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed in this description are representative of the knowledge, skill, and/or ability required. Management reserves the right to add, modify, change or rescind the work assignments of different positions due to reasonable accommodation or other reasons.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.

A little about us:
One of the world's leading healthcare suppliers.

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